An expanded scope of job responsibilities is overburdening sellers, and organizations’ efforts to alleviate the problem are only making it worse. Sellers are more likely to attribute this burden to their own sales organization, not to their customers, which can lead to stalled and lost deals.

To relieve the situation, many sales organizations are providing sellers with more tools and support. However, this solution can be counterproductive, as it requires sellers to process additional information, involve and align more internal stakeholders and engage with more technological touchpoints. By contrast, leading sales organizations are simplifying their internal processes to improve the seller experience.

How well is your organization supporting the seller?

Download the checklist to find out.